What’s in this whitepaper?
Value-based selling goes deeper than qualitative “Why Us” messaging. Understanding quantitative and financial value from a customer’s perspective improves the clarity and specificity of qualitative value messages, and improves the quality of commercial strategy and decisions. Quantified value helps to consider and set prices that capture a meaningful share of the customer value your product creates.
A quantitative and financial business case, as part of the B2B buying process, is the rule, not the exception. Sales teams who are not ready to have quantitative or financial conversations with buyers doing the math are unprepared.
Download Can Your Sales Teams Sell Your Solution’s Value? to learn how product managers and marketing teams create strong content for value conversations:
- Why quantify and dollarize the customer value of your solution?
- 5 steps to quantify value
- How to overcome the barriers to quantifying and dollarizing value
- 4 steps to refine and improve the quality of a Value Proposition